Can You Create Selling Opportunities Out Of Nothing?

sales out of nothing

One of the keys to opening the door to a buyer’s wallet is to determine the position they are in at this moment, and how that position could change in the future. It’s really important to ascertain the ‘mode’ that a buyer is in, because if we try to ‘pitch’ our product or service to someone who is in the…

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MTD Sales Training Launch New Sales Assessment Test

Do you know what your strengths and weaknesses are as a sales person? If you don’t then you’re missing out on improving your sales performance. To that end we’ve developed a new sales assessment product that will enable you to see where your gaps are and what you need to do to improve. Please go on over to to…

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Your Source Of Competitive Advantage

When you are planning to see a prospect, there are many questions that go through your and their minds that will need answering. As you think through your offers and the solutions that would appeal to the prospect, you no doubt build confidence or otherwise in what you have to say. One of the key components of building your market…

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MTD Video – 2 Quick Responses To “That Costs Too Much”

Within this video you will learn how to respond to the price objection “that costs too much”. Just how do you respond to a statement like that? View this video and find out!    Happy Selling! Sean McPheat Managing Director MTD Sales Training

Six Tips To Ensure You Are Fully Prepared Before Each Prospect Meeting

I read recently about a building that had collapsed, trapping many people inside. Although thankfully extremely rare, these types of occurrences put fear and trepidation into anyone who steps into a similar type of building. The cause of this particular collapse was the poor foundations of the building. Apparently, the concrete used had been watered down to save money, and…

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Six Questions To Ensure You Build Value For Your Customers

You know well how customer don’t buy on price alone. The risk that is taken when they buy the cheapest option is sometimes too great and so other components are taken into account when decisions are made. We often say that we should sell the concept of value, as it appears in the eyes of the prospect. But how can…

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The Importance Of ‘Trust’ In The Sales Equation

Here are some simple facts about selling: In order to sell anything you must be able to influence other people. You cannot influence anyone if they don’t TRUST you! The higher the value of the sale the more TRUST is needed & the longer the potential term of the relationship the more TRUST is needed. Therefore the strict order of…

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Navigate Your Way To Sales Success

While on holiday this year, I had the chance to go on a fairly large boat and enjoy the Mediterranean in all its glory, while sipping a wonderfully refreshing drink and enjoying the fabulous views around the island. The pilot spoke good English and we struck up a good rapport (well…I will speak with anyone when I get the chance!)….

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Structuring A Winning Sales Call

Rather than allowing the prospect to take control of the call, we need to play a pro-active part in the sales call, so we can show the prospect what is best for their business. Think of yourself being the pilot of a plane. You have control of all the equipment, you make the moves, you determine the result of the…

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Building From Relationship To Transaction

When you sell your products and services, it’s imperative that you learn your clients’ behavioural patterns and how they use your products to achieve results. They don’t buy your products at all, even though you put the emphasis on what they do and how they work. No, they buy the outcomes your products will produce for them. This means you…

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